so lately at my office we’ve been discussing selling from a value perspective and I’ve been asked recently.
Why do I sell so many warranties in a ratio to the amount of vehicles I sell and my answer was: I don’t actually sell warranties.
I sell the value and I sell convenience so instead of itemizing products and selling price and selling product, I sell the features and the conveniences of actually having the products.
I sell the convenience to the client, how much time it saves them, how much money saves them and the fact that you know there’s a different way of mind is a different way of purchasing and it’s more about convenience.
So I sell convenience and my clients appreciate that, because everybody is busy it’s a busy lifestyle for most people today and they’re, looking to save time while they’re looking to save money and at the same time some clients are actually willing to pay more.
For that added convenience, so that’s how I do it.